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Key Account Manager, LinkedIn Sales Solutions

LinkedIn

LinkedIn

Sales & Business Development
Bengaluru, Karnataka, India
Posted on Tuesday, June 25, 2024
Company Description

LinkedIn is the world’s largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We’re also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that’s built on trust, care, inclusion, and fun – where everyone can succeed.

Join us to transform the way the world works.

Job Description

Key Account Manager, LinkedIn Sales Solutions

Location : Bengaluru / Gurgaon

At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both work from home and commute to a LinkedIn office, depending on what’s best for you and when it is important for your team to be together.

With over 722M+ members globally, LinkedIn is the world’s largest professional network and Asia is LinkedIn’s fastest growing region in both membership and business growth. Everyday millions of people and companies use our products to make connections, discover opportunities and gain insights. We get to make a direct impact on the world's workforce in ways no other company can.

We are seeking a dynamic and seasoned enterprise sales professional to join our Key Accounts team in the region based in Bangalore or Gurgaon, India. As a Key Account Manager for LinkedIn’s Sales Solutions business in APAC, you will be accountable for the multi-year regional/global strategy, execution and revenue growth of our largest clients headquartered in India.

You will act as the main point of contact to HQ decision makers, establishing multi-threaded relationships based on value and trusted partnership, and conducting executive level commercial discussions. To ensure our customers generate the highest return on their investment, you will lead the global collaboration engaging Sales Solutions teams and x-functional partners to ensure that our offerings are being utilised effectively across regions and, ultimately, will provide compelling recommendations for additional investments and renewals in LinkedIn.

This is a highly collaborative role (external and internal) requiring a global vision, passion for building strong and lasting relationships which allow our largest customers to be, and feel, successful with LinkedIn products and solutions.

Responsibilities:

Customer Focus:

  • Keep up to date with industry and market trends across regions and accounts. Understand where the global and regional opportunity exists within each account for Sales Solutions.
  • Be the product expert to our customers. Exhibit deep and up-to-date knowledge of LinkedIn Sales Solutions offerings, including use cases or case studies – (Sales Navigator, Sales Insights) and communicate the benefits of new products, features and enhancements aligned to the customer’s goals and objectives.
  • Underpinned by VEM (Value Engagement Methodology), develop and build trusted relationships, focused on co-creating long-term value for our customers.
  • Closely partner with internal sales and x-functional teams to provide high-quality multi-threaded customer engagement and activities to drive adoption and usage of the solutions they invested in.
  • Build multi-year global strategy and execution plans for your named accounts incorporating - key decision makers, regional approach, buying processes, current investment, product utilisation and new revenue opportunities.
  • Negotiate and close all orders with the larger LinkedIn investment in mind and facilitate post-contract engagement and support to ensure value is delivered on an ongoing basis.


Leadership:

  • Establish trusted executive level relationships with EVPs, GMs, CROs, CMOs, COOs, and other CXO level client leaders based on an ability to provide LinkedIn and industry insights.
  • Partner with your Relationship Manager to agree upon account goals, strategies and tactics for growth and then jointly build territory and account plans with input from x-functional partners.
  • Business predictability and opportunity management. Use Salesforce.com to track opportunities and activities, documenting close plans with key milestones.
  • Excellence in execution. Establish regular Pod cadence to maintain ongoing communication and alignment with your Relationship Manager, regional teams and x-functional partners.
  • Proactively share your successful selling strategies and lessons learned with the broader KAM team on a regular basis.


LinkedIn Regional/Corporate:

  • Leverage executive relationships and executive sponsors to deepen LinkedIn’s relationships with clients.
  • Represent both market trends and client need to the Head of Key Accounts, LSS APAC Leadership Team and relevant the Product teams to ensure we are both serving current needs well and evolving our portfolio to identify future client needs.


Qualifications

Basic Qualifications

  • 10+ years experience managing Global Account and selling to EVPs and CXOs of global/multi-national companies.


Preferred Qualifications

  • Excellent collaboration, communication and analytical skills.
  • Experience using Sales Navigator.
  • Strong coaching, commercial and negotiations skills
  • Experience managing large/complex enterprise accounts in SaaS net new and renewal environments.
  • Demonstrated ability to execute on account strategy plans, structure complex deals, and build long-term client relationships.


Suggested Skills:

  • Negotiations
  • Coaching
  • Relationship building


Additional Information

India Disability Policy

LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf

Global Data Privacy Notice for Job Candidates

Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.



India Disability Policy

LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf

India Disability Policy
LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf

Global Data Privacy Notice for Job Candidates
This document provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://lnkd.in/GlobalDataPrivacyNotice